What you want? Baby I got it. What you need? Don't matter…

With little exception, no one “needs” any of the crap you or me or anyone else is selling.

I don’t need the next pair of Nike’s I’m going to buy this week, I want them. In fact, I could just as easy spend one-fourth and get a pair of old Chuck Connors Converse trainers, but I WANT the Nike’s.

All too often, you forget why your prospects are really buying whatever it is you got. (nice English, I know)

See, people buy things because they want them, not because they need them. No one NEEDS Mickey D’s, and you don’t need to be a rocket scientist to know this. And no one NEEDS to eat chicken wings at Hooters, either.

And so on.

Get my point?

People buy things they want to buy, and usually they want things because of some kind of momentary or long-term emotional thrills it gives them to own whatever it is you’re selling.

For instance, wearing sneakers that feel comfortable and look good makes me feel a sense of pride about myself when I’m wearing them. It also sends out a signal that tells people I am concerned how I look and maybe even in the kind of (perceived) shape I’m in — which is a vanity emotional pull.

And see, this is why most inventors are broke. They fall in love with an invention because of what the invention can do for humanity, when they should be thinking “Gee, is this what my prospects want?”

Portable machines that remove grease from hamburgers and fast food… tanning lotion that minimizes the amount of the sun’s damage to your skin, but also reduces the intensity of your tan… no one wants these things.

People want sloppy greasy burgers that taste good, and they want to lay out under the sun and become bronze Gods and Goddesses.

It all starts with what your prospect wants. Keep that in mind the next time you’re looking to sell or market something. How you feel about what you’re selling is as irrelevant as the price of phlegm on the open market.

How your prospects feel is everything.

Now go sell something, Craig

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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)